Business Development Manager – SMB & Mid Market at EROAD · Sydney

Business Development Manager – SMB & Mid Market Location: Sydney (AU) A career with EROAD offers the unique opportunity to work in a fast‑growing organisation at the forefront of intelligent transport solutions — enhancing road safety, improving productivity, and reducing environmental impact. Our mission is to deliver intelligence you can trust, for a better world tomorrow. About the Role The Business Development Manager – SMB & Mid Market is responsible for driving customer acquisition, portfolio growth, and retention across a range of Small and Mid Market customers. This role manages the full customer lifecyclefrom prospecting and qualification through to onboarding, growth, and renewal — with a strong focus on delivering measurable customer outcomes through EROAD’s technology platform. Working closely with Marketing, Sales Development, Customer Success, and Product teams, the role balances high‑activity outbound sales with strategic account management, supported by scalable digital and automated selling motions. Job Responsibilities Customer Acquisition & Portfolio Growth End-to-end new customer acquisition across SMB and Mid Market segments Prospecting new business and new sales over the phone through a combination of warm leads, customer referrals, phone demonstrations, and cold calling Respond promptly to inbound inquiries from potential customers via phone, email, or online chat Account management and growth of an assigned customer portfolio Identifying expansion, upsell, and cross-sell opportunities Building trusted customer relationships with operational and commercial stakeholders Pipeline, Automation & Collaboration Leveraging automation, CRM workflows, and digital engagement tools to scale portfolio management efficiently Partnering closely with Marketing and SDR teams to maximise lead conversion and pipeline generation Collaborating with Customer Success and Customer Care teams to drive onboarding quality, adoption, and retention Maintaining accurate pipeline management, forecasting, and customer engagement activity within Salesforce Delivering against new business, retention, ARPU, and customer engagement targets Sales Pipeline Management Manage and prioritise sales opportunities within Salesforce, ensuring accuracy and completeness of data and actively updating progress throughout the sales cycle Utilise sales forecasting tools and methodologies to track pipeline activity, identify risks, and drive action plans to achieve sales targets and objectives Meet and exceed set KPI targets What You’ll Bring Strong stakeholder management, communication, and commercial skills Ability to operate effectively in a fast-paced, high-growth environment High levels of resilience, intensity, and self-motivation Demonstrated extreme ownership and accountability Strong CRM discipline and experience using platforms such as Salesforce, HubSpot, or similar Skills & Required Experience 5+ years’ experience across SDR, Business Development, Account Executive and/or Account Management roles 3+ years’ experience within SaaS or hardware-enabled SaaS environments Proven history of achieving or exceeding sales and growth targets Experience within telematics, fleet management, transport, or mobility technology sectors Previous leadership or mentoring experience within an SMB sales environment Exposure to or training in MEDDPICC or similar sales qualification methodologies Experience managing both transactional and consultative sales cycles Experience balancing high-touch customer engagement with scalable digital sales motions Why You’ll Love Working at EROAD EROAD is a true Kiwi success story in the tech sector. Publicly listed since 2012, we’re represented on the NZX and ASX and continue to grow rapidly across New Zealand, Australia, the Philippines, and the USA. We value diversity and are proud to be a multicultural organisation. At EROAD, we invest in our people through employee recognition programs, EAP offerings, and continuous learning opportunities. Our people are at the heart of everything we do - we foster a culture of innovation, collaboration, and belonging where your ideas can thrive. Join EROAD and be part of a purpose-driven organisation shaping the future of connected transport - we would love to hear from you